Monday, September 22nd is the equinox, autumnal in the northern hemisphere and vernal in the southern, when daylight and night’s darkness are in balance.
Naturally, that got me thinking about what needs to be in balance for inside sales leaders. Too often, it feels like you’re pulled in one direction or the other—stuck in the weeds of pipeline reviews and forecasts, or caught up in vision-casting and team motivation. But here’s the kicker:
Just like the planet finds equilibrium, your role as a leader must find balance between leadership and management.
Neither can stand alone for long. Leadership without management creates vision with no traction. While management without leadership has execution without direction.
🌗 Equinox Thinking for Inside Sales
Leadership = inspiring growth.
Helping reps think bigger, push their limits, and find purpose beyond quota.
Management = driving performance.
Keeping metrics on track, holding 1:1s, and ensuring expectations are met consistently.
Put another way: leadership elevates the individual. Management organizes the activity. You’re probably better at one than the other. We all are.
So here’s your challenge today: Create Your Own Equinox Activity List. Take five minutes (seriously, that’s it) to jot down the key activities you do that fall into each category:
Leadership Activities:
- Coaching to strengths, not just fixing weaknesses
- Sharing the “why” behind team goals
- Encouraging vulnerability and resilience
- Recognizing wins in ways that matter to them
- Growing next-level leaders, not just performers
Management Activities:
- Reviewing metrics and dashboards
- Hosting productive pipeline meetings
- Managing CRM hygiene
- Running effective 1:1s with clarity and consistency
- Structuring onboarding and training processes
Now, ask yourself:
- Where am I pouring in the most time, energy, and effort?
- What’s falling off my radar because of fire drills or fatigue?
- If my team were to anonymously rank me on both—how would I score?
Then choose one small action this week that can help bring the scale back into alignment.
Maybe that means swapping out one admin task for a ride-along (or “listen-in”) to give coaching that inspires. Maybe it’s bringing more intention into your next 1:1 to make it about their growth, not just the numbers.
All my best,
Lynn
Final Thought
The Mastery Exchange for Inside Sales Leadership is rooted in the idea of balance. Because no one rises to greatness in a vacuum. You need perspective from other leaders. A place to get unstuck, to challenge assumptions, and to ask, “What would you do if you were in my shoes?”
If today’s equinox hits home, maybe that’s your sign to stop trying to do it all alone. For now, pause. Reflect. And challenge yourself to lead and manage with greater equity in your effort. Your team deserves both. So do you.